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Capability Library


Sales performance management

Sales performance management

Related Terms:

Sales performance management refers to the process of setting goals, monitoring performance, and rewarding or providing feedback to sales team members to ensure that they are meeting their targets and objectives. The process involves establishing performance metrics, tracking individual and team performance, and providing coaching and support to help team members achieve their goals.

Beginner competence definition

At a beginner level, individuals understand the basics of sales performance management. They can communicate effectively with other members of the sales team and prioritize their workload effectively. At this level, a salesperson should be able to follow established sales processes and meet their individual sales targets.

Intermediate competence definition

Intermediate individuals can develop and implement a sales performance management strategy that aligns with the business’s overall goals. They are able to use data to track individual and team performance and provide coaching and feedback to help team members improve. At this level, a salesperson should be able to use advanced communication and persuasion techniques to build relationships with potential customers and close deals effectively.

Advanced competence definition

Advanced individuals lead the development of a comprehensive sales performance management program for the entire sales team. They should also be able to use data analysis to identify areas for improvement and develop strategies to address them. At this level, a salesperson should be able to coach and mentor other members of the sales team in effective sales performance management techniques. They should also be able to anticipate potential risks and develop contingency plans to ensure that sales targets are met.


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